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TRANSCRIPT
By Cherie M. Sohnen-Moe
Success Strategies
§1 Set a Strong Foundation
Business Mastery
Slides Table of Contents 4
Key Terms 5-8
What Is Success? 9
Success Markers, figure 3.1 10
Identify Your Success Markers 11
Explore the Happiness Factor 12-13
Self-Management 14
Effective Self-Management Components 15
Barriers to Success 16
Tips to Overcome Procrastination 17
Tips to Overcome Barriers 18
Tools for Actualizing Goals 19
Affirmation Techniques 20-22
Affirmation Examples 23-25
Breaking Habits 26
Breaking Habits Exercise 27
More Than Positive Thinking 28
Time Management Principles 29
Effective Time Management Tips 30
The Pareto Principle 31-32
Plan Like a Pro 33
Top 12 Time Management Tips 34
Types of Time Needed to Run a Business 35-36
Work Smarter-Not Harder 37
Managing Business Logistics 38
Working with Clients 39
Professional Development 40
Idea Development 41
Marketing 42
Having Fun 43
Personal Wellness 44
High Priority Activities 45
Tracking 46
Useful Items to Track 47
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Slides Tracking Trends 48
Tracking Chart for Marketing 49
Weekly Income Tracking Chart 50
The Art of Risk-Taking 51
The Do’s and Don’ts of Risk-Taking 52-53
Motivation 54-55
Maslow’s Hierarchy of Needs 56-57
Motivation Techniques 58
10 Ways to Sabotage Motivation 59-60
Chapter 3 Highlights 61-67
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Success Strategies What Is Success?
● Does Success Lead to Happiness?
● Self-Management
Barriers to Success
● Attitudes, Beliefs, and Perceptions
● How to Avoid Self-Sabotage
Tools for Actualizing Goals
● Creative Visualization
● Affirmations
● Breaking Old Habits
● More Than Positive Thinking
Time Management Principles
● The Pareto Principle
● Types of Time Needed to Run a Business
● High Priority Activities
Tracking
● Tracking Key Business Indicators
● Tracking Trends
The Art of Risk-Taking
Motivation
● Motivation Techniques
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❏ Acting As If
❏ Affirmations
❏ Attitudes
❏ Barriers
❏ Behavioral Theory
❏ Beliefs
❏ Clearing Techniques
❏ Cognitive Theory
KEY Terms
❏ Continuing
Education
❏ Creative
Visualization
❏ Cross-lateral
Movements
❏ Defense Mechanism
❏ Delegate
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❏ Dissolving Problems
❏ Habits
❏ Happiness
❏ High Priority Activities
❏ Humanistic Theory
❏ Inner Critic
KEY Terms
❏ Key Business
Indicators
❏ Logistics
❏ Marketing
❏ Maslow’s Hierarchy
of Needs
❏ Mental Contrasting
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❏ Motivation
❏ Negative Conditioning
❏ Pareto Principle
❏ Perceptions
❏ Perfectionist
❏ Predetermined Goals
❏ Procrastination
KEY Terms
❏ Professional
Development
❏ Psychoanalytic
Theory
❏ Psychotherapy
❏ Reframing
❏ Risk-Taking
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❏ Self-Management
❏ Self-Motivation
❏ Self-Sabotage
❏ Sentence Completions
❏ Social Cognition
Theory
❏ Social Learning
Theory
KEY Terms
❏ Success
❏ Success Markers
❏ Time Management
❏ Tracking
❏ Trends
❏ Values
❏ Work Smarter— Not
Harder
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● Success is a process – one that involves
setting and achieving goals.
What Is Success?
● Researchers are finding that happiness fuels
success, not the other way around.
Does Success Lead to Happiness?
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Figure 3.1, page 26
❏ Gross income
❏ Profit or salary
❏ Number of years in practice
❏ Number of years in current job
❏ Specialized knowledge and
advanced techniques
❏ Total client base
❏ Number of clients seen each
week
Typical Success Markers
❏ Number of hours worked
❏ Amount of leisure time enjoyed
❏ Number of associates and
employees
❏ Office location, square footage,
or ambiance
❏ Prominence on a local, national,
or international level
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● List your success markers. Refer to the values
exercises in Chapter 1, and explore how your values
relate to your success.
Identify Your Success Markers
■ Identify what’s truly important to you in
terms of your overall life, and then
determine your career success markers.
■ Only you can determine what success is
for you—although others might attempt
to influence you. As the saying goes,
“One person’s junk is another’s
treasure.”
Image Courtesy of GraphicStock
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● What and who are the people, places, or experiences
in your life from which you derive satisfaction?
■ Make a list divided into 2 columns, personal and
professional items.
● How do the personal satisfaction items influence your
professional life?
● How do the professional satisfaction items line up with
the career purposes, priorities, and goals you
delineated in the last chapter?
Explore the Happiness Factor
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● Do you link happiness with success?
● How has one influenced the other at different times
in your life?
● Take a look at your list of career success markers.
■ Is this a list of things that will make you happy?
● Are you committed to pursuing happiness to
positively affect your markers for success?
Explore the Happiness Factor (cont.)
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● It’s about taking
personal responsibility
for every facet of your
life and increasing
personal productivity
while staying true to
yourself.
Self-Management
The key to success is self-management. Self-management is
artfully directing your life so that you easily and joyfully
accomplish what you desire.
Image Courtesy of GraphicStock
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Figure 3.2, page 26
❏ Knowing your values and living
them
❏ Clarifying your purpose
❏ Setting priorities and goals
❏ Managing your time effectively
❏ Taking business risks wisely
❏ Staying inspired
❏ Balancing your personal and
professional life
❏ Overcoming barriers to your success
❏ Committing to lifelong learning and
professional development
Effective Self-Management Components
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● The Inner Critic
● Negative Conditioning
>Tap into your Inner
Power
>Sentence Completions
Clearing Technique
● Procrastination
Barriers to Success
Image Courtesy of Pixabay.com / User geralt
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Figure 3.3, page 32
❏ Reframing: Find an alternative way
to view the project at hand.
❏ Task Breakdown: Clarify action
items and a timeline for a project by
setting clear goals with target dates.
❏ Delegation (or subcontracting):
Delegate tasks to colleagues or
employees.
Tips to Overcome Procrastination
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Figure 3.4, page 33
Tips to Overcome Barriers ❏ Clarify your values and operate
from them.
❏ Do clearing work or therapy.
❏ Set clear goals and devote
yourself to them.
❏ Do visualizations and
affirmations.
❏ Become a calculated risk-taker.
❏ Work smarter—not harder.
❏ Be informed and learn from your past
mistakes.
❏ Refuse to be distracted by others or by
your own delusions.
❏ See your detractors for what they are.
❏ Create a positive support system.
❏ Keep things in perspective and stay
balanced.
● Creative
Visualization
>Acting As If
● Affirmations
Tools for Actualizing Goals
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Figure 3.5, page 35
❏ Read your affirmations at least 3 times per day.
❏Write each affirmation 10 to 20 times in succession.
❏Write your affirmations while speaking them aloud to
yourself.
❏Write your affirmations in the first, second, and third
person. For example: “I, Sue, am healthy.” “You, Sue, are
healthy.” “She, Sue, is healthy.”
Affirmation Techniques
❏ Put on the telephone, the refrigerator, your desk, mirrors, doors, over your bed, and on the dashboard.
❏Make bookmarks with your affirmations on them.
❏ Record your affirmations and listen to them as you drive, exercise, and before you go to sleep.
❏Meditate on your affirmations.
❏ Stand in front of a mirror and look at yourself while saying your affirmations.
Affirmation Techniques (cont.)
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❏ Take turns saying and accepting affirmations with a friend.
❏Make flash cards with your affirmations and carry them
with you.
❏ Design or buy clothes with affirmations on them.
❏ Sing or chant your affirmations.
❏ Create affirmation screen savers for your computer, phone,
or tablet.
Affirmation Techniques (cont.)
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Figure 3.6, page 36 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
Affirmation Examples
❏ I manifest my power with integrity
and love.
❏ My life is a continual expansion of
joy and aliveness.
❏ Everything I need is already within
me.
❏ I trust my intuition.
❏ My life is filled with laughter and
love.
❏ I’m the master of my life.
❏ I fully love and accept myself as I am.
❏ I live up to my own highest ideals.
❏ I communicate clearly and effectively.
❏ I’m a radiant, powerful being.
❏ I’m happy!
❏ I’m vibrantly healthy.
❏ My life is a joyous adventure.
Mind, Body, Spirit
Affirmation Examples
❏ I’m creative in all that I do.
❏ My relationships are nurturing
and fun.
❏ I’m aligned with the divine plan
of my life.
❏ I appreciate the good in my life.
❏ I’m in an exciting, romantic
relationship.
❏ I allow people to support me and they
do.
Mind, Body, Spirit (cont.)
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Figure 3.6, page 36 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
Affirmation Examples
❏ My career is fulfilling and
prosperous.
❏ The more abundance I have, the
more I have to share.
❏ I’m well organized.
❏ I’m true to myself.
❏ My creativity is flowing and
focused.
❏ I’m a dynamic public speaker.
❏ My career supports me in being who I
am.
❏ I have the time, energy, wisdom, and
money to accomplish my goals.
❏ Every dollar I circulate returns to me
multiplied.
❏ I see the opportunities in life.
Career and Finances
Breaking Habits
● A lot of habitual beliefs and behaviors can sabotage
your efforts to be successful.
● It takes conscious thought and repetition to create the
neurological pathways to alter old habits and replace
them with new ones.
According to the Duke University study, “Habits—A
Repeat Performance,” 40% of your everyday actions
are habitual.
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Give yourself plenty of room and take off your shoes. Start
by standing up and swinging your left foot over your right.
Then, swing your right foot over your left. Repeat this action
many times, establishing a rhythm.
Now add your arms, swinging in the opposite direction from
your legs. Establish your rhythm.
Next, follow your feet with your head so both are moving in
one direction while your arms are going in the opposite
direction. If you lose the pattern, stop everything, then start
with the feet and build the movement.
Basic Cross-Lateral Exercise
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More Than Positive Thinking
● Dissolving Problems: Sentence completion exercises
are an excellent method for releasing energy
associated with negative conditioning.
Motivation research by Gabriele Oettingen on “mental
contrasting” shows it’s not enough to simply dream
about our goals; we must also visualize the obstacles
to develop the motivation for overcoming them.
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Time Management Principles
● What is your attitude toward time?
● What thoughts and feelings do you have concerning
time? How did your family relate to time? Do you
respect yourself by taking the time to take care of
yourself? Do you view time as your friend or your
enemy?
Using your time well is based on realizing how much
your time is worth and choosing activities that are the
highest priority for you to achieve your goals
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Figure 3.7, page 39
Effective Time Management Benefits
❏ Doing the same work in less time.
❏ Increasing personal productivity.
❏ Earning more money.
❏ Decreasing frustration and stress.
❏ Having more time for planning.
❏ Devoting more time to your family.
❏ Spending more time with hobbies and
recreation.
❏ Improving your health.
❏ Experiencing increased joy and
success.
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The Pareto Principle
● The fundamental basis of time management.
● Time management techniques are effective because
most people spend a lot of time in activities that are not
an efficient use of their time.
The Pareto Principle states that 80% of your results
are produced by 20% of your activities. And,
conversely, 20% of your results are produced by 80%
of your activities.
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The Pareto Principle
Figure 3.8, page 39
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Figure 3.9, page 39 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
Plan Like a Pro
❏ Invest at least 10m in daily
planning.
❏ Focus on “A” goals first.
❏ Throughout the day ask
yourself, “Is this the best
use of my time?”
❏ Set specific times for
taking and returning phone
calls.
❏ Set a schedule and follow it.
❏ Review your master goal list
at least once per week.
❏ At the end of the day, create
the next day’s goals and
activities list.
Figure 3.10, page 40 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
Top 12 Time Management Tips ❏ Review goals & activities daily.
❏ Do most challenging work during
peak performance cycles.
❏ Group similar activities together.
❏ Discourage interruptions.
❏ Learn to say “no.”
❏ Track important data and activities.
❏ Avoid procrastination
❏ Respect your body’s and mind’s
cycles.
❏ Delegate whenever possible.
❏ Keep supplies stocked and easy to
access.
❏ Take a quick stretch break every 20
minutes.
❏ Set an alarm to limit time-eating
activities (e.g., Internet surfing).
Types of Time Needed to Run a Business
● Investing at least 10 to 15 minutes in daily planning is
crucial to managing your time wisely.
● Set a regular schedule for your business.
Business owners who intend to achieve optimal results need
to allot time for varied tasks, including planning, working with
clients, managing the business, continuing education,
marketing, communication, developing ideas, self-care, and
having fun.
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Figure 3.11, page 40 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
❏ Managing Business
Logistics
❏ Working with Clients
❏ Professional Development
❏ Idea Development
❏ Marketing
❏ Having Fun
❏ Personal Wellness
Types of Time Needed to Run a Business
Image Courtesy of GraphicStock
Work Smarter—Not Harder
● The major element in
planning (especially daily
planning) is ranking
● After you have written your
daily plan, decide which
activities are Imperative,
Important and Desirable.
The basis of productive planning is effective goal setting.
Image Courtesy of GraphicStock
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Managing Business Logistics
● Another aspect of managing your business has to do with
respecting yourself and time in relation to bartering (or
trading) services.
● Before you do any type of bartering, ask yourself if you
would spend money on that product or service if you had
the cash. If not, don’t trade.
Schedule appropriate time for the day-to-day tasks such as
doing laundry, making phone calls, supervising staff (if you
have any), keeping files, and purchasing supplies. All of
these activities take time, often a lot more than anticipated.
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Working with Clients
● Allot sufficient time between
clients while not having large
blocks of unproductive time.
● One way to simplify
scheduling is to set up a
standing appointment with
regular clients.
The majority of your time is spent providing client services.
Your ability to effectively schedule appointments greatly
impacts your success and your stress level.
Image Courtesy of GraphicStock
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Professional Development
● Some ways to do that are reading magazines and books,
taking classes, attending seminars, watching videos, and
networking.
● It’s also helpful to be assessed periodically.
■ Getting assessed by your colleagues is essential.
Continuing education is necessary to your career growth.
Find ways to broaden your knowledge, particularly in the
areas of interpersonal skills, product knowledge, technical
skills, and business skills.
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Idea Development
● Brainstorm ways to streamline your procedures.
■ Find methods to reduce your effort by diversifying your practice
(e.g., hire employees, sell products, subcontract out work to other
practitioners and take a percentage of the fees).
● Create ways in which you work with more than 1 client at a
time (e.g., offer group sessions, give seminars, publish
articles and books).
Developing ideas is one of the most exciting and creative
aspects of any business. Always be open to new opportunities.
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Marketing
● Marketing is necessary during all
phases of your business.
● When you first start, you may
spend more hours marketing than
actually working with clients.
● It’s critical that you invest at least
15% of your work time in
marketing.
Marketing your practice is vital to your success. This is the
aspect of business that most wellness practitioners neglect.
Image Courtesy of GraphicStock
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Having Fun
● Think about the psychology of
planning something to look
forward to doing.
● Remember to balance your
professional goals with your
personal goals.
● Be sure to include fun in your
life EVERY DAY!
When your desire for success is strong, having fun can easily
get pushed to the bottom of the list or get neglected altogether.
It tends to be one of the least planned aspects of life.
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Personal Wellness
● Take care of yourself mentally,
physically, emotionally, and
spiritually.
● Create a support system for your
business and personal life.
● Remember stress influences
your time.
Taking care of yourself is imperative; yet, many put
themselves last. It’s so easy to get caught up in your business
and being there for others, that no time is left for you.
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High Priority Activities
● High priority activities are the
“20%” that produce 80% of your
results.
● Use the “High Priority Activities
Exercise” to begin concentrating
your time and energy on items
you’ve rated as being the most
crucial to your success.
High priority activities are the “20%” that produce 80% of
your results.
Image Courtesy of GraphicStock
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Tracking
● Tracking methods for key
business indicators are varied,
and the best method depends
on what works easily for you;
consistency is key.
● An essential component in
making a business plan work.
Tracking can help you anticipate problems so you can take
appropriate steps to avoid them and modify the direction of
the trend more to your liking.
Image Courtesy of
GraphicStock
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Figure 3.7, page 39 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
Useful Items to Track ❏ Client demographics
❏ Total number of active clients
❏ Total number of inactive clients
❏ Number of clients per day
❏ Types of clients
❏ Session time spent per client
❏ Time spent per client in adjunct
support
❏ Time between sessions
❏ Type of techniques utilized
❏ Number of sessions per client
❏ Average cost of total treatment plan
❏ How your clients heard about you
❏ Referrals generated by specific
marketing campaigns
❏ Time spent in all business activities
❏ Total income (e.g., daily, weekly,
monthly)
❏ Total expenses
Tracking Trends
● Trend watching can help identify a unique niche in the
marketplace for you and keep you better attuned to the
needs of your target markets.
● Know where you stand in relation to others in your industry,
what certification or continuing education standards may be
changing, and how you can best protect your business
interests
As you work to build a thriving wellness practice, keeping up to date with
the latest trends is a vital skill. This requires paying attention to both
consumer trends as well as industry trends
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Tracking Chart for Marketing
Effectiveness
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Weekly Income Tracking Chart
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The Art of Risk-Taking
● Put yourself in situations that require you to exercise your
creative problem-solving abilities. Start with low-risk
situations, gradually increasing your confidence level so
you feel more comfortable taking greater risks.
● The continual enhancement of your self-image is vital in
cultivating risk-taking behaviors. Begin with positive self-
talk.
The 2 major elements that influence your ability to
successfully manage risks are the level of comfort you have in
experiencing new or unusual situations and your self-esteem.
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Figure 3.15, page 49 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
The Do’s and Don’ts of Risk-Taking
❏ Have a life plan with clear goals.
❏ Make sure the risk is aligned with your
life plan.
❏ Evaluate potential gains & losses.
❏ Ask questions & research the situation.
❏ Know your strengths & limitations.
❏ Brainstorm several alternatives.
❏ List potential conflicts & solutions.
❏ Set a realistic timetable.
❏ Be flexible.
❏ Trust your intuition and instincts.
❏ Follow through, and give it your best.
❏ Review and revise your strategy.
❏ Ask for support.
❏ Acknowledge the people who give you
support.
The Do’s
Figure 3.15, page 49 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
The Do’s and Don’ts of Risk-Taking
❏ Be unrealistic.
❏ Be a perfectionist.
❏ Deny your feelings.
❏ Ignore or minimize problems.
❏ Mistake emotions for facts.
❏ Rush.
❏ Procrastinate.
❏ Blame others for your mistakes.
❏ Give up too soon.
❏ Be afraid to cut your losses and move
on.
❏ Trust blindly.
❏ Take risks just to prove yourself to
others.
❏ Combine too many risks at once.
The Don’ts
Motivation
● The Behavioral point of view is based on observable behavior
and states that biological responses to stimuli direct behavior
(e.g., the famous Pavlov’s dog experiments).
● The Cognitive approach is founded on the belief that making
meaning is key to motivation and focuses on the impact of the
structure and function of information processing.
Motivation is about satisfying desires and needs.
The major theories of motivation are often described as
behavioral, cognitive, psychoanalytic, social learning,
social cognition, and humanistic.
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Motivation (cont.)
● Psychoanalytic theory presumes all action/behavior results from
internal, biological instincts (e.g., Freudian analysis).
● Social Learning posits that one’s behavior can be motivated by
observing consequences others experience.
● Social Cognition proposes that the environment, an individual’s
behavior, and the individual’s knowledge, emotions, and cognitive
development influence each other to determine motivation.
● The Humanistic view focuses on personal growth and
interpersonal relationships, believing that people behave out of
intentionality and values.
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Maslow’s Hierarchy of Needs
Abraham Maslow is one of the most well-known
researchers in the field of humanistic motivation.
His original hierarchy of motivational needs
had 5 divisions.
Recently, psychologists have taken his notes and
modified the hierarchy to the following 8.
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Maslow’s Hierarchy of Needs
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Motivation Techniques The two most common motivators are fear and incentive, both
of which have serious shortcomings.
● Fear motivation is the oldest, easiest, and universally least
effective means of motivation. It forces you to act out of fear
of the consequences.
● Incentive motivation promises a reward for behavior but
rewards have diminishing returns.
● The most effective motivation is self-motivation, being
inspired by the pure joy of accomplishment.
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Figure 3.17, page 51 ©Copyright Sohnen-Moe Associates, Inc. 2016 | www.sohnen-moe.com
❏ Refrain from having written goals.
❏ Set unattainable goals.
❏ Agree to take responsibility for goals or activities you don’t
believe in.
❏ Set goals in such a way that they take a long time to accomplish
without small successes along the way.
❏ Establish important goals that conflict with your values or other
aspects of your life.
10 Ways to Sabotage Motivation
❏Withhold rewards on big projects until they’re fully completed.
❏ Refuse to acknowledge your successes.
❏Maintain a negative attitude about yourself, your abilities, your
goals, and your activities.
❏ Ignore your mental, physical, and emotional wellbeing.
❏ Listen to the skepticism of your friends, family, and
colleagues.
10 Ways to Sabotage Motivation (cont.)
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Highlights
It’s found that happiness brings success; it isn’t success that brings
happiness. Therefore, if you practice positive thoughts and behaviors,
you’re more likely to be successful.
Self management is a key ingredient of success. It’s the ability to artfully
direct your life so that you easily and joyfully accomplish what you desire. It
stems from deeply held values, setting goals, managing time wisely,
staying inspired, overcoming barriers, and balancing your personal and
professional life.
Highlights (cont.)
Creative visualization involves using your mind’s eye to see your goal and
emotionally experiencing what reaching your goal would feel like. Practicing
even five minutes a day can have a major impact on your daily success.
Affirmations are positive thoughts that focus your intent and help move you
closer to your goals.
Habits can be beneficial when they streamline routines by freeing up time
to concentrate on other activities. They can be harmful, though, if they’re
the same old habits that didn’t previously allow for growth.
Highlights (cont.)
Try cross-lateral movements to stimulate learning centers in the brain while
breaking up routine. This can be used to generate new business ideas or
deal with a specific problem.
Gabrielle Oettingen’s technique - WOOP (Wish, Outcome, Obstacle, Plan) -
suggests that it’s not enough to simply dream about our goals, we must
also visualize the obstacles to develop the motivation for overcoming them.
Sentence completion exercises are an excellent method for releasing
energy associated with negative conditioning.
Highlights (cont.)
Time management has many facets—planning your day, scheduling
clients, managing business logistics and marketing activities, and carving
out time for continuing education.
The fundamental basis of time management is the Pareto Principle: 80% of
results are produced by 20% of activities; conversely, 20% of results are
produced by 80% of activities.
Daily planning is crucial to managing your time wisely.
Highlights (cont.)
The more focus is given to high priority activities, the more results are
achieved.
By tracking key business indicators, the focus is on the way things change -
the “motion” of the business.
Trend watching can help identify your unique niche in the marketplace and
provides a competitive advantage when marketing your services.
Highlights (cont.)
Two major elements that influence the ability to successfully manage risk
are the level of comfort you have in experiencing new or unusual situations
and your self-esteem.
The major theories of motivation include: the Behavioral point of view, the
Cognitive approach, Psychoanalytic theory, Social Learning, Social
Cognition, and the Humanistic view.
Highlights (cont.)
Abraham Maslow’s Hierarchy of Motivational Needs are: physiological,
safety, social, esteem, cognitive, aesthetic, self-actualization, and
transcendence.
The two most common motivators are fear and incentive.
Self-sabotage is a major barrier to success. It can manifest as negative
self-talk, repeated mistakes, or procrastination. It can also show up as
blaming others for your misfortune and an expectation of failure.